Cold Calling Dos and Don'ts

By Ron LaVine

Do ask call driving questions such as, What are your future plans? Or, What timeframe did you have in mind?

Don't ask wishy washy questions such as, Could you possibly tell me what you plan to do in the area of...?

Do ask for permission to speak because if someone is busy such a being in the middle of a meeting or on a conference call, they will not be listening to what you have to say.

Don't launch right into what you have to say without first gaining permission to speak by asking a question such as Is this a good time to speak.

Do use polite yet respectful persistence.

Don't give up too easily.

Do find the persons who have the authority to buy and evaluate.

Don't waste your time on non-buyers unless it is to gather intelligence.

Do use *67 from a non-office phone to block caller I.D
.
Don't forget to use this as a last resort.

Do maximize the value of each call by keep transferring to different people.

Don't forget each person can help you put pieces of the puzzle together.

Do remember that if you're having a hard time reaching a person, call on someone at or above their level in the org chart to get transferred to them.

Don't forget you'll often need someone, to put you in touch with the right person you seek.

Do look at cold calling as a game.

Don't forget to eliminate rejection by looking at how many pieces of information you can gather on every call.

Do lead your conversation with a brief explanation of what you do.

Don't forget the objective is to get them talking as soon as possible.

Do remember people's favorite subject is themselves.

Don't forget to steer the conversation around them and what they are doing or are seeking to accomplish.

Do remember that people buy from people they know, like (which means similar to themselves) and trust.

Don't forget to match and mirror the speed, tone and volume of their voice.

Do remember that trust is the most important quality buyers look for before doing business with someone.

Don't forget that people trust people who are honest about the truth even if it is uncomfortable.

Do remember that people trust people who ask good questions and are willing to listen.

Don't forget trust comes from being able to demonstrate your knowledge or proficiency.

Do remember trusted professionals ask tough, thought provoking questions, while reaching meaningful issues quickly.

Don't forget that people trust other people who respect their values.

Do remember that people trust people who make them think.

Don't forget you create trust when you focus on what your accounts are trying to accomplish.

More Cold Calling Dos and Don'ts Below

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Ron's workshop was different and allowed better
understanding of cold calling techniques.
Jonathan S, Account Executive

I liked the live cold calls, structuring emails and
the fact that the workshop was quick to the point.
Joe L., Account Executive

It's definitely a learning experience  a good one.
It has been proven. Why work a different approach
when Ron's is more effective?
Linda L., Inside Sales

I enjoyed the inter-activity and group work. The live
cold calling really helped out with getting past the fear.
Alex C., Account Executive

More Cold Calling Dos and Don'ts

Do remember that people trust people with experiences similar to theirs.

Don't forget People trust people who have a genuine interest in what they have to say.

Do remember to ask questions before sending anything.

Don't forget to ask what they will be looking for in the material so you can highlight it for them.

Do speak clearly, crisply and concisely.

Don't mumble or slur your words.

Do ASK for the SALE or some type of commitment to move the sales cycle forward.

Don't forget to ASK for the SALE or some type of commitment to move the sales forward.

Most Emergent Technologies

Hope you found this informative, see you next time.

Until then. . .

Make it a great day and a successful week!

Ron

Member of the American Society for Training and Development (c) 2008 by Accelerated Sales Training, Inc. - Live Cold Call Sales Training Workshops. All rights reserved. www.ast-incorp.com

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